Referrals Come Faster, When…?
By Daryl Logullo | January 9, 2008 | Popularity: 92% | 1,302 Views
…When you do what?
Follow-up with people? Stay in touch with others more regularly?
Send referrals to others so (you hope) they will (eventually) reciprocate with you?
Nope. None of these are the answers I am driving at with this lesson today.
The reality is that today–in 2008–people are overworked, busy, stressed and have a cram-packed agenda full of problems… whether its in their work or personal life. The key is they rarely ever tell you about it.
So the question concerning building relationships with them, and generating referrals together, really centers around doing what?
The answer?
When you… provide added value to a person's life.
What do I mean? And how can you do this?
By sharing information, and doing so in a consistent, non-threatening manner (ie: Don't be a pest).
I'm sure you can think of many ways of doing this in your own business, but allow me to suggest just a few quickly:
1. Provide helpful articles of interest to them about their competitors.
2. Suggest an area of marked improvement for them with their web site (or e-mails they send).
3. Fax a weekly roundup of advice or trends (mortgage companies do this with loan rates, etc.)
4. Invite a person to participate with you (as an observer) when you attend a sales call, appointment or out of office meeting.
Remember: Referrals come faster when you provide added value to others lives.
Topics: Client Referrals, Strategic Alliance Referrals, Referral Tactics, Introductions, Referrals to CPAs, Referrals to Attorneys, Referrals to Realtors, Referral Myths, Psychology of Referrals, Referral Process, Referral Ideas
Recent Posts from Daryl Logullo:
- Twisted Nature of Referral Marketing - August 7th, 2008
- Referral Marketing Diagram: The Answer - July 16th, 2008
- What Does This Referral Marketing Diagram Tell You? - May 27th, 2008
- Why You're Not Getting More Referrals - April 2nd, 2008
- Want More Referrals? 2 Key Factors - March 14th, 2008
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February 22nd, 2008 at 1:07 pm
Thanks for the the tips, Daryl. Yes, what you say is true. There are a small number of marketers with whom I share ideas in a niche where we overlap a bit, and we naturally end up plugging each other’s products.
June 23rd, 2008 at 3:46 pm
Awesome tips. These are great ideas that have certainly helped me. I discovered not too long ago that the bast way to refer products (or anything really) is through forums and more importantly word of mouth.